The Reverse Elevator Speech: A Test Of Authenticity

One of the first things that people in professional sales are taught is that they must perfect their elevator speech, or the short narrative that exactly conveys their value proposition. The reverse elevator speech is key to improving perceptions of our industry and designing customer experiences.

Here’s One Power Shift That Should Change The Way You Sell

Staying on top of consumer attitudes and behaviors can help us identify and seize opportunities to innovate.

What Would Uber Do?

Uber is one of my favorite disruptions, or as you’ve read in my previous articles, “Napster Moments.” This is when someone who has no business being in a business comes in and reinvents the business and puts someone out of business.

The Echo Of Disruption

The life and health insurance industry can learn from the sound of disruption, hopefully before too much regret sets in.